THE SOLUTION VOLUME 1, ISSUE 8 IMG LEARFIELD TICKET SOLUTIONS EMPLOYEE NEWSLETTER FRIDAY, MAY 2, 2014

THE IMPORTANCE OF REFERALS

by Brian Gilroy

Senior Account Executive (Auburn)

A key part of success atIMG Lear-

field’s partner, Auburn University,

has been the use of referrals.

Senior Account Executive, Brian

Gilroy, shares different ways that

the Auburn staff asks for referrals

as well as notable success stories

they have enjoyed.

Remember, the most important

part is making sure you ask on

every single call. You miss out on

100% of the referrals you don’t ask

for!

After the Sale:

“I have seats open next to you,

who do you know that would

like to sit there? Friends?

Family? Co-Workers?”

(“REFERRALS” CONTINUED ON

PG.3)

IMG LEARFIELD TICKET SOLUTIONS IN ACTION!

VOLUME 1, ISSUE 8 THE SOLUTION PAGE 2

APRIL NUMBERS ARE IN!

$1,589,607

NEW TICKET REVENUE

$8,670,336

TOTAL REVENUE

120,331

OUTBOUND CALLS

Suncoast Storm out to watch USF Softball! Penn State kicks off Seats for Soldiers campaign!

Youth Basketball team ready to hi-five Wyoming

Men’s Basketball team!

Auburn staff volunteer for Habitat for Humanity!

Who are the three biggest fans

you know who don't have sea-

son tickets?

What year did you graduate?

What classmates do you still

keep in contact with who you

would like me to call to get

seats close to you? (If they did-

n’t graduate, that’s OK, ask

“who have you come to games

with in the past that has made

them so enjoyable?

On a Non-Sale Call:

Who else do you know interest-

ed in season ticket packages for

football, basketball or baseball?

Who do you come to games

with?

How many fans work with you?

Split Tickets for Mini Plans:

Who did you come to the game

with? What is their number? I'd be

happy to call them and let them

know about our different ticket

plans.

Freshmen Orientation:

What other families have a son/

daughter that will enroll in school

this fall? I could get them seats

next/close to you.

Young Alumni:

What classmates do you know who

would want to take advantage of

this great offer?

Success Stories:

Travis Holtkamp (Account Execu-

tive) sends handwritten thank you

cards to everyone he sells tickets

to. When he talks to them on the

phone he will meet them at events

and puts a face to his name. By

having these close connections

with his customers they give him

referrals via email/phone and he

has done a tremendous job follow-

ing up with them. He had one re-

ferral which resulted in 10 scholar-

ship seats sold.

Jordan Vicain (Senior Account Ex-

ecutive) used the power of a refer-

ral perfectly to sell a past mini plan

buyer from 2012 four season tick-

ets. He asked, “what friends do you

have who would want seats next to

you?” They gave him a name and a

number. He called and sold four

more season tickets. He followed

this procedure and continued to

sell nine more season tick-

ets. These leads were the best

ones to call from and resulted in a

great day of selling. 1 call + 3 re-

ferrals = 17 season tickets sold.

I was working with a family whose

son was an incoming freshmen. I

sold him a season ticket (in case he

didn’t get a student ticket because

only about 10% of freshmen

will). After the sale I talked to his

parents about our homecoming

game and placed them in

seats. Once the sale was complet-

ed I asked, “what other families

from his high school have a son/

daughter who will be coming to Au-

burn this fall?” They gave me the

names of two families, I contacted

them and sold them season tickets

for their son and placed the parents

in seats for our home coming game

next to the first group. The results:

8 referrals for 12 season tickets

and 22 group tickets to our home-

coming game.

VOLUME 1, ISSUE 8 IMG LEARFIELD TICKET SOLUTIONS EMPLOYEE NEWSLETTER PAGE 3

(“REFERRALS” CONTINUED FROM PG.1)

HAPPY BIRTHDAY TO OUR TEAM MEMBERS WITH APRIL

AND MAY BIRTHDAYS!

SALES HUMOR!

Zach Ziler

4/13

Senior Account

Executive

Arkansas

Kim Parsons

4/18

Director of Finance

and Operations

IMG Learfield

David Orr

4/29

Associate General

Manager

Temple

Tyler Vickery

5/8

Account Executive

Oklahoma

Tyler Reichwein

5/9

General Manager

Tennessee

Russ Dean

5/20

Director of Partner

Management

IMG Learfield

VOLUME 1, ISSUE 8 THE SOLUTION PAGE 4

CROSS SELLING AND ADDING-ON. HOW TO EASILY GROW

YOUR BUSINESS

by Wes England (Auburn General Manager)

Sales numbers tell us what we take from the market but not

what we leave in it!

The simplest ways to grow our business is through “adding-

on” to current transactions or/and cross selling other sports.

Technically, adding-on is “extending” the sale by asking about

associated items – “Parking, Chair backs, donations and other

sports.” Every industry and product provides opportunities for

add-ons, but I’m amazed at how often we stop selling when we

really should continue.

The best companies train their sellers to add-on and make

this practice part of their culture.

MCDONALD’S. “Do you want fries with that?” This is asked by

every 16 year old who has ever put ketchup on a hamburger.

And then, “How about a milk shake or an apple pie?” It hap-

pens every time. Why? Because the 21 year old manager says

so.

THE MEN’S WEARHOUSE. Of course, suits are the backbone

of this business. All of their marketing and advertising – “I

GUARANTEE IT!” – talks about the suit. However, folks don’t

just need suits – they need shirts, ties, shoes, belts, etc. I once

attended Suits University, the company’s incredible training

institution and learned how the pros do it. It’s done with a

thigh-high presentation table within 10 feet of the changing

room loaded with items that complement that suit.

THE UNITED STATE POSTAL SERVICE. Not kidding! On the

millions of transactions that occur daily at Post Offices

throughout this great country, every unionized, government

worker asks whether we need to purchase stamps. Think

about that training endeavor!

How are you adding on?

Andrew Domeck

4/11

Property Assistant

Richmond

Olufemi Lamikanra

4/11

Property Assistant

Richmond

Cory Darnell

4/14

Property Assistant

Virginia Tech

Brad Drummond

4/14

Account Executive

Virginia Tech

Cody Bielstein

4/21

Account Executive

Southern Miss.

Richard Johnson

4/21

Account Executive

Colorado

Chris Adams

4/21

Account Executive

Southern Miss.

Joe Gehling

4/28

General Manager

New Mexico

WE WELCOME OUR APRIL NEW

HIRES TO THE TEAM!

VOLUME 1, ISSUE 8 IMG LEARFIELD TICKET SOLUTIONS EMPLOYEE NEWSLETTER PAGE 5

NATIONAL ACCOUNT EXECUTIVE RANKINGS

January 1st—April 25th

Donnell began working with IMG

Learfield Ticket Solutions in June

2011 as an Account Executive at the

University of Tennessee. He was

an original staff member at the

start of the partnership.

Tennessee has enjoyed notable in-

creases in sales due to Donnell’s

hard work. He has sold $1,386,194

since he started with IMG Learfield.

Last year, Donnell led all Tennes-

see sales reps in total revenue.

Due to his achievements, Donnell

was promoted to Senior Account

Executive.

Recently, Donnell was accepted as

a participant in Learfield Sports

Minority Academy. The academy

will provide sales and professional

development training in Learfield’s

Dallas, Texas Office. Out of 150

applicants, Donnell was selected

as a participant along with 11 other

individuals.

Tyler Reichwein, General Manager

of the Tennessee property, says,

“Donnell exemplifies everything we

look for in a Senior Account Execu-

tive. He’s hard-working, profes-

sional and both a fantastic team-

mate and a great leader. He is also

consistently praised by his custom-

ers to other UT Athletics staff

members, which speaks volumes

about his customer service and

abilities.” AJ Arem, Regional Man-

ager (Southeast), agrees and says,

“Donnell is someone who brings

his ‘A’ game every single day.”

Donnell is a graduate of Shenando-

ah University where he played foot-

ball and majored in Sport Manage-

ment.

Congratulations Donnell!

EMPLOYEE SPOTLIGHT!

Donnell Priest

Tennessee

Brian Gilroy was crowned the inaugural IMG Learfield Sales Madness Champion!

New Mexico and Southern Mississippi are partners with IMG Learfield Ticket Solutions!

Brian Gilroy

Auburn

1st

Brianna Sutherland

South Carolina

2nd

Michael Shealy

South Carolina

3rd

HAVE YOU HEARD?